What are the steps in Negotiation process ?

Understand Customer needs, understand budget, play with discounts, push for same day order showing a higher discount (pre decided) should not clash with company policies as it may go against you.

So, if you have customer in confidence surely can negotiate and close the deal and build a good rapport to get repeat orders.

1. Be very well prepared

2. Listen carefully (understand the needs and expecations)

3. Build rapport (relationship of respect and trust)

4. Show the benefits of the cooperation

5. Give an "added value". Make an offer who nobody can refuse.

6. Follow a win-win approach

Thank you.

Martha

Six steps:

1. Plan

2. Share

3. Collaborate

4. Problem-Solve

5. Decision Making

6. Record

That said, you might be looking for a negotaition strategy, if so, please check answers for this topic in this website.  

In approaching the subject of your negotiations:

• set your objectives clearly in your own mind (including your minimum acceptable outcome, your anticipated outcome and your ideal outcome)
• determine what you'll do if the negotiation, or a particular outcome, fails
• determine your needs, the needs of the other party and the reasons behind them
• list, rank and value your issues (and then consider concessions you might make)
• analyse the other party (including their objectives and the information they need)
• research the market and consult with colleagues and partners
• rehearse the negotiation
• write an agenda - discussion topics, participants, location and schedule.

1. Understand the objective and the requirement of your customer?

2. Prepare a techno-commercial draft document of your understanding, stating time frame benefits.

3. Share and discuss the document with your customer and various people who will be benefitted / affected with your proposal. Here you may be lucky to understand the budget or effective spending that could help you make sure the proposal is a beneficial document to all in your customer place. 

4. Submit commercial offering and relate the objective and tangible benefits making it sound like an investment rather than an expense. this may require several interactive discussions and meetings.

5. Leave room for negotiations so that you win the business and relationship.

6. Make sure you negotiate both technically and commercially, this may require3-4 meetings.

7. Once you win the business make sure you send a order acceptance and a short but effective recap of the deal.

Good Luck!

1. Define the problem that needs to be negotiated.
2. Decide where the negotiations are to be held, your office, their office or neutal ground.
3. Decide who needs to be there, a cast of thousands or legal team etc.
4. How is the negotiation process being managed, is there a third party involved? who that is and how they are being selected.
5. What format of negotiations are to be used, facilitation, conciliation or arbitration.
6. Parties to be given the opportunity to express their position and interests.
7. The negotiation process commences with exploration and options analysis etc.
8. At the conclusion of the negotiations development and execution of agreement
9. Agreement review post negotiations.